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  • October 2011 (Revised March 2012)
  • Case

Cottle-Taylor: Expanding the Oral Care Group in India

By: John A. Quelch and Alisa Zalosh
Brinda Patel, director of oral care products for the India division of a consumer home-care product company, develops a data-driven marketing plan for toothbrushes. She believes her plan can support a 20% increase in unit sales based on rising demand for modern... View Details
Keywords: Forecasting; Budgeting; International Marketing; Product Planning ＆ Policy; Sales Promotions; Marketing Plans; Products; Marketing Strategy; Consumer Behavior; Emerging Markets; Forecasting and Prediction; Advertising; Product Launch; Budgets and Budgeting; Product Development; Consumer Products Industry; Health Industry; India
Related
  • January 2014 (Revised January 2014)
  • Case

Henry Schein: Doing Well by Doing Good?

By: Rebecca Henderson, Raffaella Sadun, Aldo Sesia and Russell Eisenstat

Henry Schein Inc., a distributor of supplies to dentist, physician, and veterinary practices, had sales approaching $9 billion and employed nearly 16,000 people. The company had experienced impressive growth under the leadership of Stanley Bergman and his executive... View Details

Keywords: Leadership Development; Strategy Execution; Performance Management; Corporate Culture; Social Responsibility; Mergers ＆ Acquisitions; Joint Ventures; Partnerships; Health Care Industry; Healthcare Logistics Industry; Competitive Advantage; Strategy; Leadership; Global Strategy; Selection and Staffing; Management Style; Organizational Culture; Corporate Social Responsibility and Impact; Health Industry; Medical Devices and Supplies Industry; China; Europe; United States
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  • 2012
  • Article

Wider dem sauren Mund. Beiersdorfs U.S.-Geschaeft mit der Zahnpastamarke Pebeco

By: G. Jones and Christina Lubinski
This article examines the growth and ultimate demise of the toothpaste brand Pebeco, which was created by the German personal care company Beiersdorf in 1903. The brand was an enormous international success, becoming for a time the largest toothpaste brand in the... View Details
Keywords: Growth and Development; Market Entry and Exit; Problems and Challenges; Marketing Strategy; Markets; Change; Customers; Social Psychology; Science; Brands and Branding; Competitive Strategy; Consumer Products Industry; United States; Germany
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  • 20 Jul 2010
  • First Look

First Look: July 20

case:http://cb.hbsp.harvard.edu/cb/product/710054-PDF-ENG Jiamei Dental: Private Health Care in China William C. Kirby and G.A. DonovanHarvard Business School Case 910-404 With the recent announcement from the Chinese government that the country's healthcare system was... View Details
Keywords: Martha Lagace
  • October 2017 (Revised March 2020)
  • Case

Medicetra Medtech Company, Inc.

By: Doug J. Chung
Medicetra MedTech Company is a dental equipment distributor, and senior management is deciding whether to implement a new incentive compensation program for the sales force. For many years, Medicetra had paid salespeople only a fixed salary. Although the current plan... View Details
Keywords: Sales Compensation; Sales Force Retention; Employee Fairness; Salesforce Management; Compensation and Benefits; Motivation and Incentives; Retention; Fairness; Performance Improvement
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  • July–August 2022
  • Article

How Do Disadvantaged Groups Seek Information about Public Services? A Randomized Controlled Trial of Communication Technologies

By: Katerina Linos, Melissa Carlson, Laura Jakli, Nadia Dalma, Isabelle Cohen, Afroditi Veloudaki and Stavros Nikiforos Spyrellis
Governments and NGOs are switching to phone- and Internet-based communication technologies to reduce costs and broaden access to public services. However, these technological shifts can backfire if they exacerbate administrative burden in high-need communities. We... View Details
Keywords: Communication Technology; Income
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  • 14 Jun 2021
  • Op-Ed

When Your Nerves Get the Best of You, Change the Narrative

to reduce the pain created by dental work. On the third day, certain patients received an injection of saline but were told it was a powerful painkiller. Those who received this placebo tolerated the pain much better than would normally... View Details
Keywords: by Francesca Gino
  • 31 Mar 2023
  • Research & Ideas

Can a ‘Basic Bundle’ of Health Insurance Cure Coverage Gaps and Spur Innovation?

additional medical services like dental or long-term care, and patient cost sharing. How much health care is a right? Establishing a basic plan would require policymakers to wrestle with complex questions about access and cost. Defining... View Details
Keywords: by Kasandra Brabaw; Insurance; Health
  • 27 Nov 2006
  • What Do You Think?

What’s to Be Done About Performance Reviews?

continuous feedback." What do you think? Original Article It's the season for many employee performance reviews. Why do they seem to rank alongside root canal dental work on our list of things we look forward to as managers and... View Details
Keywords: by Jim Heskett
  • 17 Dec 2007
  • Research & Ideas

The Rise of Medical Tourism

would not go to India. Q: The term "medical tourism" is fairly new, but how new is the phenomenon of going overseas for medical treatment? A: When I was a college student in the United States I discovered that dental care was... View Details
Keywords: by Martha Lagace; Health; Medical Devices & Supplies
  • 09 Dec 2002
  • Research & Ideas

Most Accountants Aren’t Crooks—Why Good Audits Go Bad

Many human vices spring from this reflex. We postpone routine dental checkups because of the cost and inconvenience and the largely invisible long-term gain. In the same way, auditors may hesitate to issue critical audit reports because... View Details
Keywords: by Max H. Bazerman, George Loewenstein & Don A. Moore; Accounting; Financial Services
  • 02 Sep 2014
  • Research & Ideas

Food Stamp Entrepreneurs: How Public Assistance Enables Business Bootstrapping

Gareth Olds grew up toeing the poverty line. For years his parents struggled to support three children in Anchorage, Alaska, where food costs run high. His stepfather held down a steady but low-paying job as a dental assistant, and his... View Details
Keywords: by Carmen Nobel; Health
  • 12 Sep 2012
  • Research & Ideas

The Unexpected Link Between Cadavers and Careers

dental assistant would be more likely to sign up for cadaver donation with his spouse than a married female firefighter would with hers. The findings indicate that donation program directors may want to target possible donors by sending... View Details
Keywords: by Carmen Nobel; Education; Health
  • 09 Jul 2018
  • Research & Ideas

Overcoming the Challenges of Selling Brand New Technology (Hey, Need a 3-D Printer?)

ran the risk of losing control over how the products were sold. In addition, the company faced a wide array of third-party channels to pursue, including those selling CAD software, dental goods, and office supplies, all of which had their... View Details
Keywords: by Michael Blanding; Technology; Consumer Products; Electronics; Industrial Products; Information Technology; Manufacturing; Medical Devices & Supplies; Retail
  • 18 Apr 2017
  • First Look

First Look at New Ideas, April 18

from activist investors. Danaher, by contrast, had performed strongly in the years leading up to the spinoff. It had spent the previous decade strengthening its portfolio in sectors such as life sciences and dental products with... View Details
Keywords: by Sean Silverthorne
  • 07 Mar 2017
  • First Look

First Look at New Research, March 7

Making Dental Care Accessible to All in Brazil No abstract available. Purchase this case: https://cb.hbsp.harvard.edu/cbmp/product/316149-PDF-ENG Harvard Business School Case 817-062 HBS in 2016 The case explores opportunities and... View Details
Keywords: Sean Silverthorne
  • 08 Apr 2009
  • Research & Ideas

Clayton Christensen on Disrupting Health Care

get it. By contrast, in the minority of dental plans that provide comprehensive care for a yearly fixed fee, nearly all children are treated with the sealant. Now why might this be? Because in the fixed-fee system, filling cavities is a... View Details
Keywords: by Deborah Blagg; Health
  • 26 Feb 2007
  • Research & Ideas

The Power of the Noncompete Clause

months after resigning from a practice over a dispute with the owner. While his noncompete, like many in the medical and dental fields, was confined to a radius around the practice (in his case, twenty miles), he realized that there were... View Details
Keywords: by Martha Lagace
  • 24 Jan 2012
  • First Look

First Look: Jan. 24

during and after World War I, as well as demonstrating the rapidly changing market for dental hygiene in the interwar period. New marketing strategies based on psychological science and consumer protection agencies changed the rules of... View Details
Keywords: Sean Silverthorne
  • 24 Jul 2013
  • Op-Ed

Detroit Files for Bankruptcy: HBS Faculty Weigh In

the full cost of dental work and eyeglasses. They could increase the number of working years for their employees to become eligible for retiree healthcare. In some cities, public employees are eligible after only 10 or 15 years of... View Details
Keywords: by John Macomber, Robert C. Pozen, Eric D. Werker & Benjamin Kennedy; Auto

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